Cloud Sales Account Executive (Mainframe Modernization)

2 Months ago • 6-10 Years • Account Management

Job Summary

Job Description

The Cloud Sales Account Executive will focus on driving mainframe modernization sales, working with cloud service providers like AWS, and guiding clients through re-platforming. They will build and manage a strong sales pipeline, develop presentations, collaborate with cloud providers, and provide consultative selling. The candidate should have a deep understanding of mainframe technologies and modernization strategies, excellent communication skills, and the ability to build relationships with key decision-makers.
Must have:
  • 6-10 years of experience in mainframe modernization.
  • Proven track record of selling cloud solutions.
  • Experience developing SOW requirements.
  • Strong business acumen to understand client needs.
  • Ability to build and maintain a sales pipeline.
  • Deep understanding of mainframe technologies.
  • Excellent communication and presentation skills.
  • Familiarity with the Mainframe Maturity Model.
  • Strong team player, collaborative environment.
  • Assertive, results-oriented, self-driven.
Good to have:
  • Experience working with AWS or other cloud providers.
  • Knowledge of cloud migration tools and services.
  • Experience in consulting and advisory roles.

Job Details

It's fun to work in a company where people truly BELIEVE in what they're doing! Job Description Summary: We seek a dynamic and experienced Cloud Sales Account Executive with a strong background in helping Cloud Providers sell their customers modernize their mainframe environments. This individual will drive mainframe modernization sales, work closely with cloud service providers like AWS, and guide clients through re-platforming as the most effective modernization strategy. The ideal candidate has a solid understanding of mainframe platforms and a consultative approach to sales and is skilled in building and managing a sales pipeline. Ideally with experience with Services required to Replatform to the Cloud and services required to assist Partners on Replatforming projects.

Key Responsibilities:

Lead sales efforts with Cloud Providers focused on mainframe modernization, positioning re-platforming as the preferred solution.

Build and manage a strong sales pipeline, identifying new opportunities with Cloud Providers clients.

Develop and deliver compelling presentations to Cloud Provider teams, and as required support C-Suite executives’ meetings/presentations, demonstrating the value and impact of mainframe modernization.

Collaborate closely with cloud service providers (e.g., AWS) to create joint go-to-market strategies and value propositions for customers.

Working with Professional Services team to document requirements for any Professional Services SOWs.

Provide consultative selling by telling the Mainframe platform story and offering proof-based reasons for re-platforming versus other modernization approaches.

Utilize deep knowledge of mainframe modernization strategies to compare and contrast the benefits and challenges of various approaches.

Collaborate with internal teams, including Sales leadership, technical architects, delivery teams, and service providers, to ensure seamless execution of sales and project delivery.

Maintain an up-to-date understanding of the Mainframe Maturity Model and apply it to customer discussions and sales strategies.

Build trusted, long-term relationships with key decision-makers and Cloud Providers, positioning yourself as a strategic business partner.

Effectively communicate technical and business value propositions with a strong, assertive style that resonates with C-level stakeholders.

Qualifications:

Minimum of 6-10 years of experience in mainframe modernization, focusing on re-platforming strategies.

Proven track record of successfully selling cloud solutions, preferably in collaboration with cloud service providers such as AWS.

Experience developing SOW requirements and working with Professional Services for any required SOWs – including preapprovals for any Services required.

Strong business acumen, with the ability to understand client needs and deliver solutions that drive business value.

Proven ability to build and maintain a robust sales pipeline, from lead generation to closing deals.

Deep understanding of mainframe technologies and modernization strategies, with the ability to explain the pros and cons of each.

Excellent communication and presentation skills, with experience selling to C-suite executives.

Familiarity with the Mainframe Maturity Model and ability to apply it in customer engagements.

Strong team player, capable of working in a collaborative environment and coordinating across various teams.

Assertive, results-oriented, and self-driven.

Preferred Qualifications:

Experience working with AWS or other cloud providers on mainframe modernization projects.

Knowledge of cloud migration tools and services related to mainframe modernization.

Demonstrated experience in consulting and advisory roles, helping customers choose the right modernization path.

 

 

Education: 

Bachelor’s Degree in Business or related field 

 

Travel Requirements:  

50% of your time in the field working at tradeshows and meeting with customers/clients 

 

Information Security: 

Information security is everyone’s responsibility.  A fundamental principle of information security at Rocket Software is that all individuals in the organization have a responsibility for the security and protection of company information and IT Resources over which they have control, according to their role. 

 

Diversity, Inclusion & Equity: 

At Rocket we are committed to an inclusive workplace environment, where every Rocketeer can thrive by bringing their full selves to work. Being a Rocketeer means you are part of our movement to continually drive inclusivity, diversity and equity in our workforce. 

#LI-MM1 #LI-Remote Rocket Software Inc. is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. Rocket Software Inc. is also committed to compliance with all fair employment practices regarding citizenship and immigration status. Rocket is committed to working with and providing reasonable accommodation to individuals with physical and mental disabilities.  If you need special assistance or an accommodation while seeking employment, please call: 781-577-4321 or send an email to people@rocketsoftware.com.  We will make a determination on your request for reasonable accommodation on a case-by-case basis. If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!

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About The Company

Companies around the world trust Rocket to solve their most complex business challenges by powering their critical infrastructure, business processes, and data. We help extend the value of these assets, enabling our customers to embrace the potential of cloud and mobile computing, advanced analytics, and the innovations of tomorrow. From the clothes we wear to the cars we drive, Rocket solutions power the back-end systems that thousands of brands rely on every day.At Rocket, software is about more than just code—it’s about people. We are passionate problem-solvers, working to make a difference for others. Our foundation is built on empathy, humanity, trust, and love, and we strive to embody these core values in everything we do. Whether we’re serving our customers, partners, or fellow Rocketeers, we are committed to treating everyone with the respect and care they deserve.

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